Negotiation-Excellence Skills: Hands-on Workshop
Applying Harvard University Global System™ Tools
Blending the Science and Practice of Formal and Informal Negotiations
for Executives, Team Leaders, Lawyers, Corporate Buyers and Sellers and Other Professionals
Mastering the skills to excel in formal and informal negotiations is vital to success in most professions. In this
workshop, you will acquire the practical competencies, best practices and proven Harvard® tools to forge
durable agreements, build trust and allies for repeat business. These competencies and tools are invaluable to
lead and manage resistance to change, buy or sell equipment or property, prevent or settle disputes and conflicts,
seek a raise or a promotion, retain talent, finance projects, excel across cultural settings, license a trademark
or a patent, chart a clear responsibility or opt for a gracefully exit, if appropriate.
The workshop focuses on proven ways to understand each negotiating party, prepare, enlarge the pie and create and
extract a superior value to what can be gained by compromise, coercion, arbitration, court and other means of dispute
resolution. You will be skilled to juggle with last-minute demands, pricing intricacies, concessions and other
conditions used by shrewd negotiators. You will refine your ability to close better deals and build lasting relationships
and a reputation for being competent, dependable, caring and ethical both within and outside your organization.
Through interactive case studies and role-playing scenarios, you will practice negotiations of increasing complexity
to build partnerships; craft offers and counter-offers; turn objections into opportunities, manage deadlocks and biases;
disarm your opponents ethically; and make it difficult for them to withdraw from a reasonable deal.
WHO SHOULD ATTEND?
Executives, team leaders, buyers, sellers, lawyers, senior assistants and other professionals who must secure commitment
and results without the formal authority to enforce decisions. Participants come from business, trade associations,
foundations and governments.
WORKSHOP OUTLINE (2.5 DAYS - 2 CEU)
1. Pathways to Ethical Negotiation Excellence
2. Prepare: Discern Issues from Stakeholders
- Positional versus interest-based negotiation
- Roger Fisher’s workout exercise and lessons
- Harvard® proven toolkit for strategic negotiations and daily referral
- Leaving "money on the table": Early warnings
- How to plan closure setting the critical milestones for a high commitment
3. The Negotiator's Mandate: Team Practice
- Three proven tools to understand and validate stakeholders' interests
- Proven tips to uncover dishonest claims
- New insights into issue-incubation pathways
4. Breakthroughs on Options for Mutual Gains
- Interest-based deals: Tool to validate each party’s goals, assumptions and risks
- Harvard® Negotiation Mandates: Teamwork to craft one for each party
- Role-conflict prevention: Harvard® Responsibility Chart
5. Skills for a Sustainable Commitment
- Critical factors to invent mutual-gain options
- How to pivot from problems to opportunities
- Innovative and proven toolkit to navigate from issues, stakeholders and interests to options,
strategy, deliverables and benchmarks
- Harvard® Creativity Template: 3 Real-life cases that left NO money on the table
- Innovation role-playing: Brainstorming and validating creative options
- Video learning: How to legitimize your arguments with verifiable benchmarks
- How context, timing and communications affect commitment
- Building your power of influence in context: Options from soft and synergistic to defensive power
- How to hitch hike on the power of others
- Negotiating without the benefit of authority
- Intermediaries: When and how they help
- How to control your emotions and deal with dysfunctional, harsh and obtrusive negotiators
6. Maximizing Opportunity while Mitigating Risks: The Best Alternative to a Negotiated Agreement (BATNA)
7. Terms & Conditions: Negotiation-Dance Tips
- Risk-identification, tolerance and mitigation tools
- BATNA exercise; secret Walk-Away Price (SWAP) and contingency reserve for residual risks and worst deals (WATNA)
8. Closure: From Forging a Sustainable Deal to Opting for a Graceful Exit
- Howard Raiffa tips on reservation prices and zone of possible agreement (ZOPA)
- Negotiating a service or a property: Martin’s QQTLE benchmarks
- Exercises in pricing, bidding, auctioning, concessions, counter-offers, and advanced pricing tips to avoid a race to the bottom
- Tackling last-minute demands: Ranging from splitting the difference to deal-breaker threats
- Framing, escalation, soft money and other tactics
- Selling and buying terms and conditions: From simple one-shot deals to complex repetitive transactions with powerful suppliers, clients and governments
9. Synthesis & Conclusion
- Steps to build trust and avoid inadequate closure: Foundation for a sutainable relationship
- Role-playing multiple parties and issues with Harborco case study
- Tips to break an impasse and prevent deadlocks
- Dealing with emotions, gambits, ploys and hostile attacks
- Deciding if and when to walk away
- Issue of fleeting coalitions and illusion of validity
- Phone, e-mail and virtual negotiations
- Going beyond closure to address execution (the Achilles' heel of most deals) with Harvard® planning and tracking instruments
- Timeless lessons from Fisher, Mnookin, Susskind, Ury, Lemperreur and Yann Martin
- Personal 90-day action plan to practice the negotiation skills and nuggets worth sharing with your peers and allies
WORKSHOP LEADER: Alain Paul MARTIN
A Harvard Fellow (Advanced Leadership) educated in the science and practice of innovation, strategy,
negotiation and team leadership (Harvard Business and Law Schools, Concordia, MIT, Gestalt Institute of Cleveland),
Alain Martin coaches, as a thought leader, current and aspiring executives and entrepreneurs
to act as exemplary team leaders; chart a bold vision with foresight; innovate; craft
and execute strategy; and fulfill their mission in highly-competitive contexts; while
building capacity and readiness for a sustainable future, within a collaborative ecosystem perspective.
Alain is also the Chief Architect, Harvard University Global
System™ (HUGS), for which his organization
has the worldwide trademark license from Harvard University.
He coaches, since 12 years, the Applied Research & Technology
team at Teck, Canadas global diversified resource firm and works
in Massachusetts to advance the education of science, technology,
engineering and mathematics (STEM).
Alain is Acting CEO of RUFIL, a new innovation and leadership
network of thought leaders, who combine field practice with
academic research in innovation and leadership, in business,
NGOs and the public sector. RUFIL educators passionately build
bridges, across linguistic and cultural barriers, sharing their
unique experience and competence, in a spirit of global solidarity.
Alain began his career in operations research and systems dynamics, as
a project leader and serial innovator, in the IT and aerospace domains,
after studying advanced technology in France and graduating in Commerce
(Quantitative Methods) from Concordia University in Montreal.
He subsequently led Corporate IT projects at Bombardier and Du Pont;
managed system development at Domtar;
and exercised oversight over the engineering phase of collaborative
CIDA-World Bank capital projects (microwave and inter-city transportation).
At the CBC-SRC, he led the research
to elucidate and combat media bias in news production, particulalrly
during election periods, capitalizing on the precursor work of
European broadcasters and applying news-content analytics, system thinking and
autonomous inequity-reduction teamwork.
Alain assisted, for 10 years, Desjardins CEO craft the vision and strategic direction of the
world's second strongest bank (Bloombergs rating). He advised two prime ministers
(4 years), the UNESCO's head and spearheaded, with Dr. Brian Morrissey, the creation
of Canadas Food Inspection Agency; and addressed complex technology and environmental
issues from the Arctic Circle (Canada, Sakha Republic) to Africa.
Alain taught strategic negotiation to M.Sc. students, project & risk management
to nuclear-power teams and exemplary leadership workshops at APEO, Bertelsmann, Boeing, Boliden,
Cap-Gemini, E.ON, France Loisirs, Framingham State University, GE (USA, Canada, Europe), Harvard, IEEE,
Japans Engineering Advancement
Association, METI, Procter & Gamble and Skanska, Harvard, the Ivy-League
Leadership Summit, PMI, Skanska, Textrons Bell Helicopters, UN University in Tokyo
nuclear-energy companies (OPG, CANDU) and governments.
Active in civil society and inspired by Drs. Paul Farmer and Jim Kim,
Alain led the creation of Partners in Health Canada and continues to
focus on funding and providing advice
to advance health, education and poverty reduction. He is a founding
sponsor of Roger Fisher House, a conflict-resolution catalyst that
is now part of Mercy Corps. He is an Advisory Board Member of both Social
Hearts (Japan) and New Yorks Build Academy for global
education in architecture, engineering and
construction. He led funding
projects for the victims of Haitis earthquake, Japans Tohoku earthquake and
tsunami and Hurricane Sandy (with the support of French Embassy in Washington).
He also orchestrated initiatives for CHEO Childrens Hospital,
Food Banks, Canada Without Poverty and led three times Harvards
Global Month of Service. He is a founding
member of Harvard Universitys Advanced-Leadership Coalition.
Alain is a Harvard Business Schools
alumnus in entrepreneurship (OPM, 1997-1999). He fine-tuned
his skills in management of change and social psychology
at MIT and the Gestalt Institute of Cleveland. He is also
certified to teach negotiation in the corporation by Harvard
Law School where he was privileged to learn from Robert Mnookin,
Lawrence Suskind, Bill Ury, Bruce Patten and the late Roger Fisher.
Alain was also recognized by Harvard University and Alumni Association
presidents for his Leadership, Vision and Service and PMI for his
outstanding contribution to project managements state-of-the-art.
Alain was President of two Harvard University clubs and held memberships
with Harvard Faculty Club and the Société mathématique de France (SMF).
His book Harnessing the Power of Intelligence, Counterintelligence &
Surprise Events earned praise from scholars and business leaders.
As an illustration, Harvard Business Schools Professor Warren McFarlan
noted: This is an extraordinarily thoughtful and well written book on
a topic of great contemporary importance. Its advice is detailed,
practical and completely on target.
Workshop Leader’s Endorsements
"Alain Paul Martin has a long and valued association with Teck Metals Ltd™ We believe that
Alain’s teachings go far beyond the typical project management focus on scope, schedule, cost, and, sometimes,
quality. Alain delves into topics that project managers working with complex topics or program managers dealing with
multiple complex and often inter-related projects need to know about and must become skilled at to be successful.
These teachings are supported by tools that we and our teams use on a regular basis to move ideas and concepts into
well-defined projects that can be managed with conventional project-management tools."
Rob Stephens, PhD
Director, Applied Research & Technology
Teck Metals Ltd.
Note: Teck is Canada's largest diversified resource firm.
"Mr. Martin tirelessly invests his energy to leverage
his successes and networks into solutions that have a direct,
positive impact on the poor
Mr. Martin’s management background
and extensive experience in advising global leaders,
alongside his motivation to eradicate poverty and its ill effects, qualify him to make a uniquely valuable contribution
to addressing inequity on a societal level. With demonstrated skills in entrepreneurship, negotiation, and issue analysis,
he is precisely the sort of thoughtful, versatile leader we need to advocate on behalf of the poor and underserved."
Prof. Paul E. Farmer, MD, PhD
Chair, Global Health & Social Medicine
Harvard Medical School
Chief, Global Health Equity
Brigham and Women’s Hospital
Co-founder, Partners In Health
OUTSTANDING COURSE MATERIALS OF LASTING VALUE
A total attention to quality is featured in the versatile course materials from the success stories, the pre-readings,
the practical exercises and case studies to the most practical toolkit and attractive and durable Harvard road maps.
The following is a list of the course materials and practical instruments that are invaluable in accelerating the
learning process and the acquisition of lasting negotiation skills.
- The pre-readings from Alain Martin’s papers on negotiation excellence, stakeholder’s
analysis and key players’ dynamics, strategy formulation, brainstorming and creativity, authority and
soft power, the fundamental drivers of excellent decisions, goal validity and responsibility charting.
- The main workbook covers the agenda and provides supplementary references
- Alain Paul Martin's highly-praised book titled "Harnessing the Power of Intelligence", which
includes several tools to analyze the stakeholders and identify negotiation opportunities and risk early
through the risk-incubation paradigm
- Exercises, teamwork and case studies on validating the negotiation goals, its scope and timeline;
defining the negotiator's strategy and mandate (including BATNAs) and cross-examining other parties' plans;
creating options for mutual gains and mitigating risks; charting responsibility and accountability; crafting the
terms & references; practicing both two-party and multi-party negotiations (framing offers, counter offers
and concessions; preventing deadlocks; dealing with resistance, vetos, interruptions, objections, open hostility
and passive-aggressive behaviors; preparing a framework of agreement; structuring contingency offers and closure).
- Harvard University Global System™ work-improvement instruments including four Harvard®
road maps (retailed at $39 each but included in the course tuition fees):
- Harvard® Complete Framework: Vision, Strategy, Policy and Project Management featuring
both ongoing and sequential tasks that no negotiator can ignore
- Harvard® Negotiation Mandate: A template to prepare negotiations scope, the value chain,
the plan B (BATNA), the critical success factors (performance indicators) and the evaluation plan
- Harvard® Principled-Negotiation Road Map for planning and running effective negotiations
- Harvard® Creativity and Brainstorming Grid to develop options for mutual gains
- Continuous Risk-Management Road Map and accompanying guide titled "Neglected Risks: Identification
and Management Primer Applying Harvard University Global System™ Tools"
- Harvard® Responsibility/Accountability Chart to clarify each party's role and obligations and
prevent role conflicts
- Harvard® Time-Management Road Map to focus everyone's precious time on what matters the most
- Harvard® Time Log to assess the incubation and root-causes and address a range of negotiation
effectiveness and productivity issues during deal-implemention from vetos to early warning signals for delays.
TUITION FEES (PUBLIC WORKSHOPS)
Fees include books, hand-outs, road maps and other course materials of exceptional value (see above), and a daily
continental breakfast plus hot and soft drinks during the morning and afternoon pauses, but exclude hotel
accommodation (if required).
- 2.5 days: Regular fees: $1395; Government: $1345; Group fees for 3 or more participants: $1295 per person.
- 4.5-day Option: Regular fees: $2495; Government: $2445; Group of 3 or more participants: $2395 per person.
This option includes the workshop titled "Hands-On Project-Management Skills and Best Practices".
REGISTRATION AND CANCELLATION PROCEDURES
To register, please contact us by email at firstname.lastname@example.org
or call us toll free in the USA and Canada: 1-800-HARVARD; international: +1 819-772-7777.
We are open Mondays through Thursdays (9 AM - 4:00 PM EDT); voicemail: 24/7.
Please pay in advance by credit card.
as a group must send substitutes in lieu of canceling.
For other clients, cancellations are accepted if made at least 10 working days
prior to the course, and are subject to a $150 service charge per person. Full
fees are payable by anyone who fails to attend or cancels less than 10 working
days prior to the session. One substitution or transfer to a later course of
the same duration is accepted.
WORKSHOP LOCATIONS AND HOTEL ACCOMMODATION
BRING THIS WORKSHOP TO YOUR ORGANIZATION
We deliver in-house versions of this workshop worldwide to business and governments, NGOs and bar
associations and other societies. We would be delighted to work together with your team anywhere. Ask us
for a proposal based on the number of participants, the seminar duration and a selection of cutting-edge
course materials and case studies most applicable to your environment.
Our fees are reasonable. The travel expenses, if any, for seminar leaders are on cost-recovery basis. If applicable in your jurisdiction, sales and value-added taxes (HST and PST or VAT) are extra.
The client is responsible for the conference room and audio-visual materials.